Team Building Market Insights

The goal of building an internal Salesforce team is to be self-sufficient. But that requires the ability to go WIDE, not deep in a single area.

In 2023, Gusto had $500m ARR, making them one of the highest revenue generating private companies in the world.

The evolution of Klaviyo's GTM Ops & Systems teams in the months after IPO.

Insights on how Airbnb, Atlassian, Twilio, and others build global Salesforce Development teams.

Building a cohesive Salesforce team (at scale) requires capabilities that extend well beyond just a technical skill set. An inside look at the blended skills across Pure's 9 GTM Systems Leaders.

Both companies began scaling the GTM Systems team in 2018 - but the teams today have gone in very different directions. We share our takeaways.

We analyzed what skill set these 18 SaaS Startups hired as their First Salesforce FTE

Snowflake's 1st Salesforce Hire was a Director of GTM Systems - and it was all uphill from there.

1 Salesforce Admin per 1,250 users is insanity. Especially for a company doing $1B per Quarter. But Atlassian gets these 4 things right.

Product Managers are the most important layer in any Salesforce Team - we explore the background of Block's 12 Salesforce PMs

If you can’t retain your Salesforce team, you will never build up the "Soft IP" needed to really succeed.

16% of Splunk's Salesforce team focuses on CPQ. And that's what it takes for this kind of Q2C Transformation.

Removing friction between Business & Technology teams should be priority #1 - and this is a good way to do it.

In June 2021, BILL completed their $2.5B acquisition of Divvy. Here's a look at how GTM Systems evolved from there.

Twilio has a 46+ person Global Salesforce Team and 43% are offshore - check out how they structure it.

The question everyone asks is "how many Salesforce Admins do I need" but that's only part of the equation. The best Salesforce teams are cross-disciplinary - here's how we approach it.

Implementing the right team to set a Salesforce strategy, build it, and support it starts at the top. A Leadership structure worth studying.

Nobody understands how to properly streamline Salesforce DevOps like Toast. It's about people, process, and technology (in that order).

A Salesforce Product Manager is one of the most commonly overlooked internal hires despite being a critical ingredient to any high-performing team. Zillow has 10.

Since 2016, the Salesforce team at Zillow has grown 5x 🤯. Today, it's a 50-person Salesforce team powering a two-sided marketplace and Real Estate Brokerage.

58% of MongoDB's Salesforce Engineering org is based in India. More interestingly, 65% come from a Consulting Partner.

A global Salesforce team is the only way to support a global Sales org and MongoDB does a brilliant job constructing their 50+ person, global Salesforce team.